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Simulation & Gaming
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Ready-to-use simulations: TELEMATICS

A negotiation exercise

Stephen R. Jenner

California State University, Dominguez Hills

In this realistic situation, a small engineering design and manufacturing company seeks investment and production orders from a larger telecom firm in another country. There is no need to referee the game, as participants quickly engage in the exercise. No special materials are required, and the debriefing is quite straightforward. A separate facilitator's guide suggests directions for further study and reveals what actually happened.

Key Words: cross-licensing • international business • joint venture • negotiation • telematics

Simulation & Gaming, Vol. 37, No. 3, 398-405 (2006)
DOI: 10.1177/1046878106292234
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